Inside the Mind of The B2B Tech Buyer

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This Mi6 briefing draws from first hand experience and recent research reports on the various sources and networks that B2B tech buyers use during the purchasing the decision.

This presentation is meant to show b2b marketing and sales professionals what is important in to buyers with respect to what they need to make an informed buying decision.

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Inside the Mind of The B2B Tech Buyer

  1. 1. Inside the mind of the B2B Technology Buyer<br />Presented to: Cisco Partners<br />Presented by: Chris Herbert, Mi6<br />Twitter: @B2Bspecialist<br />Email: cherbert@mi6agency.com<br />
  2. 2. Recorded Version Available<br />This Mi6 Briefing was presented on May 20, 2010 for Cisco Canada to members of their Partner Community <br />To watch the recorded version contact Chris Herbert via email cherbert@Mi6agency.com<br />
  3. 3. This briefing covers<br />The key tactics that have the greatest impact on a buyers purchasing decision<br />The sources of information buyers rely on when considering making a purchase<br />The emerging information sources, including social media, buyers use to inform and validate their purchase decisions<br />What buyers really want out of social media<br />And finally, a quick assessment of the top 50 Solution Provider's web and social media presences<br />
  4. 4. Outcomes<br />This webcast will provide you with information, insights and some recommendations to help you align your marketing, sales and networking activities with buyers<br />You are invited to join the new Mi6 b2b hitech marketing Linkedin Group dedicated to helping us all improve our skills and expand our professional networks<br />
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  10. 10. Briefing<br />Series<br />
  11. 11. Tactics and information the buyer is using in the buying process<br />Mi6 Briefing #1: May 20/2010<br />
  12. 12. How buyers are being informed and influenced today<br />
  13. 13. What they do to find solutions<br />
  14. 14. Where they like to engage with you!<br />
  15. 15. Social networks now factor in to the buying process<br />
  16. 16. The content buyers want online<br />
  17. 17. They’ll help you if you help them<br />
  18. 18. Buyers are joining/following<br />
  19. 19. What’s predicted by ITSMA<br />
  20. 20. What’s predicted by Forrester<br />
  21. 21. Linkedin Example: CIO Network<br />
  22. 22. Linkedin Example: CIO Network<br />
  23. 23. Linkedin Example: CIO Network<br />
  24. 24. Some other examples<br />Yakidoo: ECM 101 Series<br />Mi6: Twitter Contest<br />Silicon Halton: Linkedin Group<br />UnisLumin: Box Events<br />
  25. 25. An assessment of the top 50 Solution Provider's web and social media presence<br />Mi6 Briefing #1: May 20/2010<br />
  26. 26. Top 50 Web/Social media presence<br />
  27. 27. Key take-a-ways and recommendations<br />Mi6 Briefing #1: May 20/2010<br />
  28. 28. Key take-a-ways<br />Buyers network with peers to gather information and validate buying decisions<br />They are turning to social networks/media to extend their network and get answers<br />They consume content created by peers, experts and thought leaders<br />They use their networks to get answers and advance career aspirations<br />Networking, learning and relationship building are key<br />
  29. 29. Recommendations<br />Start with your customers<br />Take marketing stock<br />Balanced marketing mix<br />Be the social bridge<br />Leverage existing content and partner programs<br />Join the Linkedin Group to discuss this more! Send me an email if you want to join: cherbert@mi6agency.com<br />
  30. 30. Sources<br />Report: Social Technographics: Business Technology Profile<br />Date: April 2010<br />By: Forrester<br />Link: http://bit.ly/bM1H14<br />Report: How Customers Choose Solution Providers<br />Date: 2009<br />By: ITSMA<br />Link: http://bit.ly/dhVG1f<br />
  31. 31. Sources<br />Report: The New Symbiosis of Professional Networks<br />Date: February 2010<br />By: Society for New Communications Research<br />Link: http://bit.ly/cVsvld<br />Report: IDG New Media Study<br />Date: Fall 2009<br />By: IDG<br />Link: http://bit.ly/drHms4<br />
  32. 32. Recorded Version Available<br />This Mi6 Briefing was presented on May 20, 2010 for Cisco Canada to members of their Partner Community <br />To watch the recorded version contact Chris Herbert via email cherbert@Mi6agency.com<br />
  33. 33. Thank You!/Contact Slide<br />Chris Herbert, Principal of Mi6<br />905.582.3741<br />www.google.com/profiles/B2Bspecialist<br />www.Mi6agency.com<br />cherbert@Mi6agency.com<br />

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